Partner Account Manager, Networking

Accountabilities: Develop and manage strategic relationships with channel partners, including value-added resellers, distributors, and managed service providers, to expand business opportunities and strengthen commercial performance. Provide partners with guidance, resources, and market insights to identify emerging technology trends and prioritize opportunities aligned with business objectives. Collaborate with partners to establish mutually beneficial business plans, define growth priorities, and develop strategies for long-term success. Drive end-to-end revenue, profitability, and sales pipeline growth by implementing joint business plans and data-driven sales initiatives. Communicate global and regional business strategies to partners, enabling effective selling approaches across direct sales, partner-led sales, and customer-facing engagements. Develop a strong understanding of partner priorities, industry trends, customer requirements, IT investment strategies, and the competitive landscape. Articulate the value of networking products, services, and technology solutions to help partners differentiate their offerings and improve customer outcomes. Lead sales initiatives that increase market share, improve partner commitment, and support achievement of assigned revenue and sales targets. Coordinate partner-facing activities, including sales reviews, training and education, marketing campaigns, executive briefings, forecasting, business planning, and customer engagements. Align internal specialists and cross-functional teams with partner needs to improve sales execution and maximize commercial opportunities. Implement business programs, systems, and sales strategies with partners to accelerate financial results, improve execution, and strengthen long-term partner loyalty. Tailor technology solutions and commercial proposals to partner business models and customer profiles, incorporating relevant products, services, and technology alliances. Identify, recruit, and develop new channel partners to broaden market coverage and increase partner participation in the networking ecosystem. Work closely with partner sales teams to identify prospects, strengthen pipeline development, and improve opportunity conversion. Monitor partner sales activities and performance, providing practical guidance to improve selling effectiveness and business results. Ensure partners understand and comply with applicable Standards of Business Conduct and relevant legal and business obligations. Requirements: Bachelor’s or master’s degree in computer science, computer studies, information security, or a related field, or an equivalent combination of education and professional experience. Six to ten years of experience in partner sales, channel account management, technology sales, or a comparable business development role. Proven ability to establish and maintain productive relationships with channel partners and senior stakeholders. Experience developing joint business plans, identifying revenue opportunities, building sales pipelines, and delivering measurable commercial results. Strong understanding of networking technologies, IT solutions, enterprise technology environments, and evolving customer investment priorities. Experience working with value-added resellers, distributors, managed service providers, or other technology channel partners. Demonstrated ability to engage partners with medium to high levels of technical specialization and commitment, supporting their growth and commercial success. Strong consultative selling skills, with the ability to understand customer challenges and position relevant technology solutions effectively. Experience using sales performance data, forecasting methods, and pipeline management practices to guide business decisions. Ability to coordinate sales, marketing, technical, and executive resources to support partner initiatives and customer opportunities. Excellent communication, negotiation, presentation, and relationship-building skills. A self-motivated and results-oriented approach, with the ability to work independently in diverse, multinational, and virtual environments. Strong organizational skills and the ability to manage multiple partner relationships, priorities, and business initiatives simultaneously. A collaborative mindset, commercial judgment, and the ability to turn strategic plans into measurable business outcomes. Benefits: Annual compensation: CAD $191,000–$241,000 in Ontario, representing the combined base salary and target-level sales compensation at 100% achievement of the sales plan. Compensation structure: 60% base salary and 40% target-level sales compensation. Employment type: Full-time, regular position. Work arrangement: Remote/teleworker, primarily working from home. Healthcare and wellbeing: Comprehensive benefits designed to support physical, financial, and emotional wellbeing, including healthcare coverage. Specific plan details are available in the employer’s Canadian benefits brochure. Professional development: Access to career development programs designed to support skill growth, specialization, and internal career progression. Inclusive workplace: A culture that values diverse perspectives, collaboration, flexibility, and individual contributions. Career growth: Opportunity to build strategic partnerships, influence networking sales performance, and develop expertise in enterprise technology markets. Compensation flexibility: The final offer may vary based on location, work experience, education, training, and skills. Variable compensation is tied to the applicable sales plan. Additional benefits: Specific details on paid time off, retirement plans, and other perks should be confirmed during the recruitment process.